Posting Type
Remote
Job Overview
We are Relativity. A market-leading, global tech company that equips legal and compliance professionals with an AI-powered platform to organize data, discover the truth, and act on it. Global Government bodies, 199 of the Am Law 200, Global 500 Corporations with more than 329,000 enabled users trust Relativity during litigation, internal investigations, and compliance projects.Job Description and Requirements
Role Responsibilities:
You will be assigned a named account territory comprised of strategic accounts/ prospects in our Global 500 corporate focus territory (DAX40, M-DAX, SMI, leading non-public accounts, etc)
Search, find and nurture leads & build and own deep executive relationships with our strategic prospect base to help influence their long-term technology and business decisions and generate new business
Add value and be viewed as a trusted partner by bringing thought leadership, compelling insights and ideas with follow through execution.
Strongly collaborate and work with our Channel Partners to drive a strong co-selling motion in market whilst maintaining close relationships and networks with the accounts within the corporate sector. We prefer companies to work with our Channel Partners first and foremost, but they can also buy direct if they require.
Own and manage entire sales-cycles and challenge the status quo, negotiate terms and understand associated legal and business risks (includes presenting multi-year agreements to C-level executives).
Own detailed territory and account strategy leading to the creation of growth opportunities.
Lead and coordinate internal cross functional lines of business and our Channel Partners - maximize business impact generating opportunities with our strategic enterprise prospects.
Coordinate and collaborate with our global sales teams on global strategic accounts, both internally within Relativity and with our Channel Partners.
Coordinate market level thought leadership sessions, product demonstrations and value presentations for strategic accounts that culminates in value-inspired business cases tailored to your accounts
Demonstrate consistent commitment to Relativity Core Values
Qualifications :
Seven or more years quota-carrying full-cycle sales experience in new customer acquisition for an enterprise SaaS company.
eDiscovery and/or Legal/Compliance SaaS sales experience preferred.
Complex solution selling with a challenger mindset (i.e. experience selling solutions that required the end client to realign certain business processes)
Consistent success in territory planning, prospecting into new accounts, strategic account planning, and quota achievement
You set a high bar of success and take ownership holding yourself accountable to objectives & key results
Methodical in your approach to the sales process, utilising MEDDPICC, Value Selling or similar with strong Salesforce hygiene
Business fluent in German
Relativity is a diverse workplace with different skills and life experiences—and we love and celebrate those differences. We believe that employees are happiest when they're empowered to be their full, authentic selves, regardless how you identify.
Benefit Highlights:
Comprehensive health plan
Flexible work arrangements
Two, week-long company breaks per year
Additional time off
Long-term incentive program
Training investment program
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.
Suggested Skills:
Account Management, Business Development, Client Relationship Management, Consultative Selling, Lead Generation, New Business Development, Product Knowledge, Relationship Management, Sales Presentations, Strategic Sellingkcura